THE SITUATION

In order to compete and grow, Logicalis must transition from a successful hardware reseller to a services-lead solutions provider. Services revenue percentage must grow significantly to achieve a balance of hardware and services over the next 12-24 months. Many aspects of the strategic plan are now in place to drive this boxes to solutions transformation. And now their sales organization must be converted into one that at sells solutions at the highest appropriate levels.

THE RESPONSE

Pretium evaluated the skills of the incumbent sales force to enable alignment with value selling and strengthen new hiring accuracy. An account planning process was developed to better qualify opportunities, drive consistency and sell more effectively. To align with their current toolset, go to market process and CEO vision, a highly customized Value Assessment Methodology was implemented for sales. Sales management is being prepared to coach reps and drive success.

THE RESULTS

Sales opportunities are better qualified and the approach is based on how Logicalis can improve client business. Increased sales process efficiency is due to sales reps advancing opportunities further in the process before enlisting other internal resources. Reps are getting greater access to the executive levels both inside and outside of IT. Their ability to discuss financials, articulate ROI and build a business case with clients is providing significant competitive differentiation. As the sales culture is changing, services revenue numbers are dramatically improving.

FUTURE PLANS

As this transformation continues Logicalis will hire more services focused salespeople. Pretium will continue to work with sales management on how to effectively manage in the solution sales environment. More workshops on value selling driven around live account opportunities will take place along with ongoing web-based reinforcement and consulting.

The Pretium approach is a game changer for us. We’re improving opportunity planning and qualification, utilizing internal resources more effectively, aligning our solutions to client business issues and selling real business value at the executive levels.Our clients are noticing the difference. And our services business is quickly growing.